Highlights:
6.00 – 12.00 Years
1.00 – 12.00 INR (Lacs)/Yearly
Full-time
Mumbai
Skills
General Trade
General trade Experience
General trade sales
Roles & Responsibility
Preferred : Male Candidate
Reporting Location : Office No. 3112 & 3113, Marathon Futurex, Mafatlal Mills, Compound, N M
Joshi Marg, Lower Parel, Mumbai – 400013
Working Days : Monday to Saturday ( Any 2 Sat’s off in a month)
Work Timings : 10 AM to 6 : 30 PM
Role Objective:
We are looking for a strong and experienced General Trade Sales Operations & Analytics Lead who
can manage the GT MIS team, strengthen sales reporting, automate manual reports and provide
actionable business insights to the management.
The objective of this role is not only to prepare reports, but to evaluate GT business performance,
identify red flags, track execution gaps and ensure timely escalation for corrective action. The person
should have strong knowledge of General Trade sales operations, primary and secondary sales,
distributor systems, salesman productivity, beat planning and dashboard automation.
Key Responsibilities:
1. GT Sales MIS and Business Reporting
Prepare, review and monitor all key General Trade sales reports including primary sales, secondary
sales, target vs achievement, distributor-wise sales, state-wise sales, ASM/SO-wise performance and
SKU-wise performance.
Ensure all reports are accurate, timely and useful for business review.
Track sales trends, growth, degrowth, underperforming regions, distributor gaps and salesman
productivity.
Prepare weekly and monthly business review reports for management.
2. Dashboard Automation and Reporting Systems
Work closely with BI / IT / software teams to automate all manual reports wherever possible.
Ensure that the team’s time is spent on report evaluation and business analysis rather than manual
report preparation.
Define dashboard logic, validate data accuracy and ensure that all important GT reports are available
in dashboard format.
Monitor dashboard usage and ensure relevant team members are trained to use the dashboards
effectively.
3. Primary and Secondary Sales Analysis
Analyze primary and secondary sales movement across regions, states, distributors, ASMs and SOs.
Identify gaps between primary billing and secondary offtake.
Highlight stock build-up, low secondary movement, slow-moving products and non-moving SKUs.
Prepare actionable insights for sales leadership and management review.
4. Distributor, Beat and Salesman Performance Tracking
Monitor distributor-wise performance, beat-wise productivity and SO-wise sales achievement.
Track active and inactive outlets, new outlet additions, beat coverage and productive calls.
Review SO attendance, field discipline and order productivity in coordination with the sales team.
Highlight areas where beat execution or salesman performance requires intervention.
5. Placement, Refill and New Launch Tracking
Track new product launch placement across regions and sales teams.
Monitor refill and placement data on a monthly basis.
Ensure launch execution is reviewed with ASMs and gaps are escalated.
Prepare state-wise and salesman-wise placement reports for management review.
6. Team Management
Lead and manage the GT MIS coordinators team.
Allocate responsibilities clearly within the team and ensure timely completion of all reports.
Review the team’s work for accuracy, completeness and presentation quality.
Train the team to improve reporting standards, Excel usage, dashboard understanding and follow-up
discipline.
7. Data Accuracy and Process Control
Ensure data received from SFA, DMS, ERP and internal sales teams is accurate and properly
validated.
Identify errors in data, duplicate entries, wrong mappings, missing distributors, missing beats or
incorrect product details.
Coordinate with the relevant teams for corrections and ensure clean data is maintained.
8. Sales Review and Escalation
Prepare management-level summary of key red flags and business concerns.
Escalate issues related to sales drop, distributor inactivity, poor secondary movement, low
productivity, delayed reporting or execution gaps.
Ensure that reports are not only prepared but also reviewed for actionable outcomes.
9. Coordination with Sales, IT and Management
Coordinate with ASMs, SOs, NSM, Sales Head, BI team, IT team and management for all GT reporting
and dashboard requirements.
Ensure all information required by management is shared accurately and within timelines.
Support management in business reviews, monthly reviews and strategic decision-making.
Required Skills and Competencies:
Strong understanding of General Trade sales operations.
Experience in FMCG, cosmetics, personal care, beauty, retail distribution or similar industries.
Strong knowledge of primary sales, secondary sales, distributor management and salesman
productivity.
Advanced Excel skills including pivot tables, formulas, data cleaning, Power Query and dashboard
preparation.
Working knowledge of SFA, DMS, ERP and BI dashboards.
Power BI / Tableau knowledge will be preferred.
Strong analytical and problem-solving skills.
Good communication and follow-up skills.
Ability to manage a team and drive accountability.
Ability to identify red flags and present business insights clearly.
Strong ownership mindset and deadline orientation.
Requirements
Preferred Experience:
6–10 years of experience in Sales MIS, Sales Operations, Business Analytics or GT Sales Support.
Prior experience in FMCG / cosmetics / personal care / beauty / distribution-led business will be
preferred.
Experience of handling large sales data across regions, distributors, salesmen and SKUs.
Experience in automating reports and working with BI / IT teams.
Qualification:
Graduate in Commerce / Management / Business Administration.
MBA or relevant analytics certification will be an added advantage.
Key Performance Indicators:
Timely completion of all GT MIS reports.
Accuracy of reports and dashboards.
Reduction in manual report preparation.
Automation of key business reports.
Timely escalation of red flags.
Improvement in sales review quality.
Dashboard adoption by sales and management teams.
Quality of insights shared with management.
Team productivity and discipline.
Data hygiene across sales systems.
